DP's Office

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September 2018, Auto Dealer Today - WebXclusive

You Need a Game Plan for a Flat Market

By Pedram Faed

Stay competitive in a flat market by refocusing on the fundamentals of new-inventory management, forecasting, and tracking.

August 2018, Auto Dealer Today - Feature

Win the War for Dealership Talent

By Candy Lucey

Recruit more effectively and equip new sales pros for lasting success in your showroom.

August 2018, Auto Dealer Today - Feature

Save Our Summer Sale!

By Jason Heard

Heard has the five-step plan you need to salvage your slow summer sales season before the clock strikes midnight on Labor Day.

August 2018, Auto Dealer Today - Feature

6 Ways to Fix Your Loaner Program

By Scot Eisenfelder

Turn a profit killer into a profit generator with a proven, six-step process that reduces costs and improves retention.

August 2018, Auto Dealer Today - Cover Story

Dealer Principal as Big Brother

By Jim Ganther

Dealers who undertake electronic surveillance of employees’ emails and phone calls must be aware of state consent requirements and tread carefully to avoid violating a maze of federal laws.

August 2018, F&I and Showroom - Feature

Fixing the F&I Time Delay

By Demetrios Lahiri

Self-selection tools can reduce your average turn, accelerate deliveries, and improve F&I production.

Tags: American Financial & Automotive Services, Customer Experience, Darwin Automotive, digital retailing, F&I manager, online F&I, transaction times

July 2018, Auto Dealer Today - WebXclusive

Opinion: Dealers Must Prepare for Trump Tariffs

By Gary Brooks

Dealers and manufacturers have a major stake in the outcome of the Trump administration’s new tariffs, starting with the pricing of vehicles and parts.

June 2018, Auto Dealer Today - WebXclusive

4 Ways to Attract and Keep Millennials

By Phillip Hellstrom

Erase the showroom stigma by making your dealership the workplace of choice for motivated and purpose-driven millennials.

June 2018, F&I and Showroom - WebXclusive

The CFPB’s Spirit Lives On

Eric Johnson, partner at Hudson Cook LLP

By Tariq Kamal

In the first of a series of F&I Think Tank webinars, attorney Eric Johnson offered a wake-up call to dealers and F&I professionals who thought the industry won a decisive victory over the Consumer Financial Protection Bureau when the federal agency’s auto finance guidance was rescinded in May.

June 2018, F&I and Showroom - WebXclusive

3 Factors Impacting 2018 Auto Shipping Costs

By Max Matev

Transportation and shipping expert identifies three reasons auto transportation costs are up this year.

Tags: Auto Transport, inventory management, Max Matev, MIG Auto Transport, used-vehicle sales

June 2018, Auto Dealer Today - WebXclusive

3 Ways Smart Dealers Manage Inventory

By Mo Zahabi

Dealer software expert lists three steps you can take today to improve the way your inventory is sourced, cataloged, and appraised.

May 2018, Auto Dealer Today - WebXclusive

How to Handle the Dreaded Termination Meeting

By Kynzie Sims

Clear communication, an ironclad process, and managerial teamwork can make firing dealership employees easier and reduce the risk of wrongful termination lawsuits.

May 2018, F&I and Showroom - WebXclusive

3 Ways to Improve Training in Your Store

By Tony Troussov

When managers demonstrate discipline in scheduling, preparing for, and delivering training, sales and F&I professionals develop the skills they need to meet and exceed their goals.

May 2018, Auto Dealer Today - Feature

Sales Pro of the Month: Tony Makes It Easy

By Tariq Kamal

Sales Pro of the Month Tony Ortega regularly reaches the 30-car mark at Mercedes-Benz of Plano (Texas).

May 2018, Auto Dealer Today - Feature

How to Hire a Security Consultant

By Jon Kromroy

Former GM says the best way to secure your property and inventory is to find a true pro — not a camera salesman — to lock them down.

May 2018, F&I and Showroom - WebXclusive

GDPR Compliance: Minimize Your Exposure

By Greg Sparrow

Compliance expert discusses the impact of Europe’s General Data Protection Regulation on U.S. dealers.

May 2018, Auto Dealer Today - WebXclusive

How Not to Respond to a Harassment Claim

By Kynzie Sims

When sexual harassment claims arise, dealers must respond appropriately — not by treating bad behavior as a joke or an enduring showroom tradition.

April 2018, Auto Dealer Today - WebXclusive

Who’s Afraid of the Electric Inventory?

By Tariq Kamal

ChannelNet’s Paula Tompkins wants dealers to modernize their sales and customer service processes before disruptive vehicle technology forces their hand.

April 2018, Auto Dealer Today - WebXclusive

Usher in a New Era of Vehicle Sales

By Peyman Rashid

It’s not too late to bring your dealership up to speed with the changing habits of car buyers. Indiana dealer Peyman Rashid has a three-step plan.

April 2018, Auto Dealer Today - WebXclusive

3 Ways to Empower Dealership Workers

By Candy Lucey

Learn how dealers and other customer-centric business owners are empowering staff to promote loyalty and improve CSI.

April 2018, Auto Dealer Today - WebXclusive

Q&A: Service Does Not Equal Sales

By Tariq Kamal

Assuming every service customer will remain blindly loyal to the dealership is a mistake that costs unwitting dealers countless sales.

April 2018, F&I and Showroom - WebXclusive

Service Advisors Are Exempt From Overtime Rules

By Christian Scali

Auto dealers finally have an answer to a critical compensation question thanks to a 5-4 Supreme Court decision in the Navarro v. Encino Motorcars case.

March 2018, Auto Dealer Today - WebXclusive

One-On-One With Future Automotive's Steve Pleau

By Tariq Kamal

Newly minted Ford Dealership Hall of Fame member Steve Pleau reflects on his nearly 50-year career and describes his surprise induction.

March 2018, Auto Dealer Today - WebXclusive

4 Action Steps for Bold Dealers

By Leonard Buchholz

Managers, staff, and customers all benefit from true leadership. Follow these four action steps to uncover and correct the broken processes that are holding you back.

March 2018, Auto Dealer Today - WebXclusive

The Problem Child: Rein in Your Service Staff

By Leonard Buchholz

Whether underperforming service advisors don’t know how to hit their goals or simply refuse, dealers must be prepared to take forceful action.

March 2018, F&I and Showroom - WebXclusive

Sexual Harassment: 4 Pillars of Effective Training

By Kynzie Sims

Make anti-harassment training stick by creating a program that addresses leadership and accountability, clear policies, compliance training, and reporting and investigation.

March 2018, Auto Dealer Today - WebXclusive

It’s a Process: How BPM Benefits Dealers

By Mark Holenstein

Omnichannel systems are backed by business process management, which works behind the scenes to manage the components of online and instore sales.

March 2018, Auto Dealer Today - WebXclusive

March Madness: How to Coach Your Rookies

By Phillip Hellstrom

Give green peas a fair chance at success by playing to their strengths, building trust in the process, adjusting when needed, and allowing them to close deals.

March 2018, Auto Dealer Today - WebXclusive

Q&A: Your Smell Affects Your Sales

By Tariq Kamal

Aromachologist Farah Abassi creates custom scents that energize car buyers and complement their dealerships’ brands, décor, and demographics.

March 2018, Auto Dealer Today - Feature

Will Somebody Please Get That?

By Jason Heard

Phone skills are severely lacking in dealerships today, but one GM has a plan you can use to be sure every caller gets the right answer.

March 2018, Auto Dealer Today - Feature

A Dealer Win, and a Couple of Lessons

By Thomas B. Hudson, Esq.

Hudson recounts the inspiring tale of a dealer who prevailed in a lawsuit in the consumer-friendly state of Maryland.

March 2018, Auto Dealer Today - WebXclusive

Status Checks Save Service Customers

By Leonard Buchholz

Use this five-step plan to improve your status check process, prove you value your customers’ time, and keep them coming back to your shop.

March 2018, F&I and Showroom - WebXclusive

End Sexual Harassment at Your Dealership

By Kynzie Sims

Successful anti-harassment training requires dealers to acknowledge that some employees simply don’t see the point.

February 2018, F&I and Showroom - WebXclusive

Fraud Alert: Dealer Loses $88K to ID Thief

By Brian Stout

A web-savvy sales manager made a sweet deal that went sour when the ‘buyer’ turned out to be a sophisticated online scammer.

February 2018, Auto Dealer Today - WebXclusive

Q&A: Fix Your Hiring Process and Reduce Turnover

By Tariq Kamal

Dealership hiring expert Scott Brinkman shares strategies and insights you can use to attract and retain quality applicants to build a highly qualified, diverse and productive workforce.

February 2018, Auto Dealer Today - Feature

3 Challenges Dealers Face in 2018

President Donald Trump’s first year in office was marked by soaring stock prices and a series of international incidents, leading to uncertain economic prospects in 2018. Photo by Gage Skidmore via Flickr

By Bill Wittenmyer

Big data, the economic and political landscape, and reputation management lead the list of pressing concerns for dealers heading into the new year.

Tags: Amazon.com, data, Donald Trump, economy, online reputation management

February 2018, Auto Dealer Today - Feature

How to Prioritize Your IT Budget

By Erik Nachbahr

A frank assessment of your current needs and future objectives can help you properly equip your dealership for less without sacrificing capacity.

February 2018, Auto Dealer Today - WebXclusive

Shift Your Service Brand to Drive Customer Loyalty

By Colleen Harris

Marketing expert offers a three-point plan for capturing and engaging service-bound customers in today’s highly competitive environment.

Tags: CDK Global, Google, parts and service, SEO, service marketing

February 2018, Auto Dealer Today - WebXclusive

Hot or Hype? 5 Dealer Trends to Track

By Brent Tally

The industry is changing, but not as fast as the media would have you believe. Learn how alt-fuel vehicles, flex parking, a skilled-labor shortage and digital retailing will affect your facility planning.

February 2018, F&I and Showroom - WebXclusive

Q&A: Why You Mishandle Your Best Leads

By Tariq Kamal

Digital Air Strike’s Alexi Venneri discusses the results of the company’s latest mystery-shopping study and how dealers can improve the timing and quality of their responses.

February 2018, Auto Dealer Today - WebXclusive

Luther Automotive Targets HLV Customers

By Michael Murphey

Minnesota’s Luther Automotive Group is targeting high lifetime value customers to boost sales and drive revenue in the service department.

January 2018, Auto Dealer Today - WebXclusive

NLRB General Counsel Throws Dealers a Lifeline

By Dave Druzynski

President Trump’s pick for Labor Board general counsel just swung the pendulum back to an employer-friendly stance. Human resources expert weighs in.

Tags: employees, human resources, National Labor Relations Board, social media

January 2018, Auto Dealer Today - WebXclusive

How to Achieve Compliance Confidence

By Jay Seirmarco

Got three minutes? Read this three-part briefing on the agencies, topics and resources you need to know to avoid compliance issues in 2018.

January 2018, Auto Dealer Today - WebXclusive

Is Health Care Killing Your Profits?

By Steve Kelly

Open enrollment isn’t the only time to evaluate health care. Employee medical costs can have a major impact on your dealership’s bottom line, year-round.

January 2018, Auto Dealer Today - WebXclusive

How to Create a Killer Value Proposition

By Bill Wittenmyer

Create a competitive edge by discovering your dealership’s unique value proposition and sharing it with every prospective customer who visits your website.

January 2018, Auto Dealer Today - WebXclusive

6 Reasons Email Marketing Is Big Again

By Dean Martin

Looking for a new marketing channel in 2018? Take another look at email, a somewhat forgotten medium that offers a long list of compelling benefits.

January 2018, Auto Dealer Today - WebXclusive

4 Ways to Win Customers in 2018

By Gary Galloway

Learn how getting up to speed with voice search and other new marketing trends can help keep traffic flowing as new-vehicle sales plateau.

December 2017, Auto Dealer Today - WebXclusive

Your Dealership in 2018: Resolve to Innovate

By Keith Crerar

Learn how going mobile, rethinking social media, tracking customers, and exploring new apps and sales tools can bring true innovation to your dealership in 2018.

December 2017, Auto Dealer Today - WebXclusive

Hire Introverts to Increase Sales

By Mo Zahabi

Today's car buyers are more interested in resourcefulness than sales pitches, and dealers are hiring sales professionals whose personalities reflect those needs.

Tags: Employee Screening, employees, hiring

November 2017, Auto Dealer Today - Feature

How to Escape the Tech Crunch

By Carl Bennett

The dealership of the future will run on seamless technology platforms that eliminate the need for standalone solutions.

Tags: dealers, Sales Tactics, technology

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